deloitte-au-consulting-digital-disruption-whitepaper-0912

Business imperatives for a prosperous Australia
Building the Lucky Country
Digital
disruption
Short fuse,
big bang?
#2

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AUSTRALIAN ECONOMY
SHORT FUSE
BIG BANG
1/3
SHORT FUSE
SMALL BANG
LONG FUSE
BIG BANG
LONG FUSE
SMALL BANG
One-third of Australia’s economy
faces a ‘short fuse, big bang’ scenario

Contents
Why digital? 1
Introduction 2
Part I 4
Taking a granular view of digital disruption 6
Part II 12
Responding to digital disruption 14
Part III 36
How leaders can prepare for action 38
Appendix 47
Further information and contacts 50

Digital disruption – Short fuse, big bang? 1
As we emphasised in the first paper of this series last
year, a lucky country makes its own luck over time.
Building the Lucky Country: Business imperatives for
a prosperous Australia is based on a clear premise.
This is that our country’s future prosperity will require
sustainable sources of national wealth, visionary
strategies that serve the interests of government and
business, and agility in the execution of public policy
and business opportunity. It is the quality of agility
that we focus on in this second report of our series.
One-third of the Australian
economy faces imminent and
substantial disruption by digital
technologies and business models
– what we call a ‘short fuse, big
bang’ scenario. This presents
significant threats, as well
as opportunities, for both
business and government
Why digital?
So why, in an environment cluttered with white papers,
indices and predictions on the digital revolution, do
we at Deloitte feel we have something new to say?
In our research, we found that studies to date have
either focused on the technologies involved and the
potentially exciting changes that some parts of the
economy face, or on analysis of new business models
spawned by disruption.
To the CEO or government leader, there has not yet
been a comprehensive attempt to meld the projected
magnitude of disruption in various industry sectors
with the likely timeline of this disruption. Nor, for that
matter, has there been practical advice to leaders on
how to pull together the right strategic responses.
We have, in Digital disruption – Short fuse, big
bang?, set out to address all three, along with the
bigger meaning of digital in government and society.
Australians expect technology to improve efficiencies
and productivity; they also need a convincing narrative
from leaders about the future role of digital innovation
in shaping public policy and a fair, equitable society.
As with all of our work at Deloitte, we hope that
this paper enhances your capacity to act. In the digital
age, how quickly and how thoughtfully we act will
determine our future.
Giam Swiegers
CEO, Deloitte Australia

2 Building the Lucky Country #2
Introduction
Australia’s business and government leaders do not
need to look far into the future to see the new wave
of digital disruption headed towards them. It is already
here, transforming the way companies and agencies
operate and how they engage with their customers.
With dramatic news of digital-related restructuring
among many household names, it’s easy to feel the
sky is falling. Even the mighty Microsoft announced
in July 2012 the first loss-making quarter in its history
as a public company after writing down the value
of its online advertising business by US$6.2 billion.1
In this paper, we show that one-third of the Australian
economy faces imminent and major digital disruption –
a ‘short fuse, big bang’ situation. We also stress
the importance of each organisation looking at the
issues it raises in fine detail, before developing specific,
pragmatic and proportionate responses.
However, we also show that digital opens up
unprecedented possibilities. These innovations are
changing economies and markets, and reinventing
relationships between organisations, suppliers and
customers. They are changing society.
Whether you’re delivering goods or services online,
recruiting new talent via LinkedIn, developing a mobile app
or ditching your document retention department, you’re
already experiencing the upside of digital technology.
In some ways, today’s innovations – broadband,
smartphones, the cloud, the ability to analyse complex
data sets, social media and other tools that make
it possible to ‘digitise’ business processes – are just
extensions of the computing and online advances of
the past few decades. Yet it is a mistake to see the
digital revolution as a function of technology, rather
than one of business evolution.
Moreover, even as extensions of existing technologies,
these innovations are powerful, pervasive and have
multiple indirect impacts. Digital reduces barriers
to entry, blurs category boundaries, and opens doors
for a new generation of entrepreneurs and innovators.
In turn, incumbent market leaders will face
substantial pressures.
We refer to changes – both positive and threatening –
as ‘digital disruption’. It’s a neutral term; a description
of what is happening.
For some, digital disruption will be explosive and
immediate – a force that rocks the foundations of
their business. For others less vulnerable to digital
trends, the changes will be slower and more subtle.
For others again, digital innovation will be the
cornerstone for future value creation.
1 http://www.microsoft.com/en-us/news/Press/2012/
Jul12/07-02CorpNewsPR.aspx
The key questions for leaders are: how is digital
disruption affecting their organisation? And how
well are they responding to minimise the threats and
maximise the opportunities presented by this change?

Mapping disruption
In this second paper of the Building the Lucky Country
series, we look at how Australian companies and the
economy as a whole are being disrupted by digital
innovation, and the outlook for the future.
We consider both the scale of the residual impact
of digital – what we call the ‘bang’ – and how soon
those industries will be affected – the length of the
‘fuse’. This is captured in Deloitte’s Digital Disruption
Map (see page 9).
We find that sectors such as finance, retail, media,
and information and communications technology have
a short fuse and can expect a big bang. At the other
end of the spectrum, miners, construction groups and
many manufacturers have longer fuses and face less
incremental disruption to their business.
Sectors like education and health, while set to
experience profound changes, have a longer fuse and
potentially a greater opportunity to plan their response.
Most importantly, we believe it is critical to take
a granular view. We consider industries, sub-sectors,
companies of varying sizes and even differences
between business units within companies. With
each being affected differently, it’s essential for
leaders to develop their responses based on
a detailed and nuanced view.
This analysis was completed by Deloitte Access
Economics, in combination with service line and
industry experts from across Deloitte.
Designing a compelling response
The aim of this report is to provide a structured
framework to help guide the thinking of business
and public sector leaders and policymakers. In Part II,
we outline three key responses leaders can consider
as they manage disruption and create value:
• Recalibrating cost structures
• Replenishing revenue streams
• Reshaping corporate strategies.
We also enumerate specific actionable levers available
to leaders within each area of response.
Putting plans into action
In Part III, we look at how business leaders can use
these levers to create coherent and effective strategies
at the business-unit and enterprise level. Once developed,
the right strategies will form a compelling narrative for
external and internal stakeholders. A key part of these
strategies will be cultural change.
We also consider what these trends and issues
mean for the public sector – that enormous business
that makes up a third of the Australian economy –
and more widely for the notion of government.
In the same way that businesses need to reconsider
their strategies in light of digital disruption, we believe
governments must explore new ways to drive efficiency,
source revenue and potentially redefine the very
boundaries of the public sector. Through its regulatory
role, government will also play a central role in shaping
the digital landscape, realising economic and social
goals, and fostering innovation.

4
TEN
PERCENT
TELEWORKING
HALF THE TIME
50%10%
ALL AUSTRALIAN EMPLOYEES
10% OF
AUSTRALIAN
EMPLOYEES
$1.4 TO $1.9 BILLION
Australia would gain between
$1.4 billion and $1.9 billion annually
if just 10% of the country’s employees
were to telework half the time, says
Deloitte Access Economics
Source: Access Economics, Impacts of Teleworking under the NBN, July 2010, page iii.
Part I
4 Building the Lucky Country #2 Digital disruption – Short fuse, big bang? 5

There is no debate that digital innovation – including
advances in computing, networks, devices and the
capabilities they unleash like cloud computing and
data analytics – is a profound force in our economy.
We describe the impact of these innovations as digital
disruption and see it as a measure of how much the
arrival of new digital technologies will drive change
for business, the economy and society as a whole.
The digital economy isn’t just about speeding up
communication across borders or changing the skills
workers need; it’s about changing the very nature of
consumption, competition and how markets work.
More profoundly, it is also driving a significant shift
in the balance of power between organisations and
individuals. The explosion in connectivity and the
availability of information is putting today’s consumers,
employees, citizens, patients and other individuals
squarely in the driver’s seat.
Australia’s Internet economy is forecast to grow at
twice the rate of GDP between now and 2016 – from
$50 billion to $70 billion.2
In the year to May 2012
in Australia, online retail sales were estimated at
$11.3 billion, or around 5.2 per cent of all retail
spending. They are expected to continue growing by
about 15 per cent a year, well above the 4 per cent
expected for traditional retail sales.3
The number of smartphones and tablets in use
worldwide continues to surge. Some 491 million
smartphones were sold globally in 2011 and even more
are expected to be sold in 2012.4
Forecasters expect
119 million tablets to be sold worldwide in 2012.5
Australians are among the most eager adopters of
these technologies; our nation is one of the world’s
top five in terms of smartphone penetration.6
There are widespread implications for our economy,
which faces an injection of competitive pressure
in virtually every sector that will rival the impact of
economic reforms introduced in previous decades.
Indeed, mastering digital disruption will be vital to
Australia’s prosperity and the living standards of all
Australians. As a sparsely populated country a long way
from major markets, we will have to use technology
intelligently to get the most out of our people and
unique assets like resources, farmland and tourism.
As value chains shift within industries, executives
and policymakers face big strategic questions.
As they formulate responses, we believe it’s
essential not to generalise.
Digital innovation is significant, but it won’t affect
every industry in the same way. Even within industries,
companies with different business models face very
different questions. And even within one business,
different business units will find themselves more
or less exposed to digital – both in terms of threats,
and opportunities.

2 Deloitte Access Economics, The Connected Continent,
August 2011, p. 2, 41.
3 National Australia Bank Online Retail Sales Index, May 2012.
4 Worldwide Quarterly Mobile Phone Tracker, International
Data Corporation, February 2012.
5 Forecast: Media Tablets by Operating System, Worldwide,
2010–2016, 1Q12 Update, Gartner, April 2012.
6 Sterling, Bruce, ‘42 Major Countries Ranked by Smartphone Penetration
Rates’, Wired Beyond the Beyond blog, 16 December 2011.
Part I
Taking a granular view
of digital disruption

What do we mean by digital anyway?
When you hear the word ‘digital’, your mind races
to the latest Internet service or mobile device. Both
leverage digital technology and are key to our ability
to communicate more quickly, widely and cheaply,
and in turn to introduce innovations from borderless
supply chains.
The powerful breakthroughs in computing and
telecommunications – including broadband, mobile
and e-commerce systems – have also made it possible
to buy and sell in new ways, increase automation, and
gather and analyse unprecedented amounts of data.
However, it’s also useful to think about digital
at a more conceptual level. As author Ronald Tocci
formally defined it, a “digital system is a data
technology that uses discrete (discontinuous) values”.7
Over the past 40 years, many new technologies have
been introduced which have caused disruption and met
this definition of digital. The introduction in the 1970s
of the ‘digital computer’ is just one; the switch from
analog to digital mobile phones is another. Neither
technology today requires the ‘digital’ prefix.
This proliferation of cheaper and more powerful
communications technologies has further reduced
barriers to entry in many sectors, giving many
businesses the impetus to reconsider their core
modus operandi. Furthermore, by viewing their
operations in a digital form – that is, as a set of
constituent parts that can create independent data
and processes and then be reassembled – a myriad
of opportunities to add value can be developed.
In this new world, third parties or competing internal
systems can focus on discrete parts of a business and
find new ways to add value. In retail, for instance, there
are now often clear distinctions between items such as
pictures of merchandise, the websites that present them
and the payment systems used by customers. Digital
retailers can also more readily partner with existing and
emerging logistics, payment and mobile providers to
increase efficiency or find new routes to market.
Intensity and potential
The idea of digital disruption is about how much
additional change a business will experience in the years
to come, and how a business can realise its potential
across a spectrum of digital opportunities by building
on the way it currently uses digital technologies and
organises business processes.
To quantify how digital disruption is affecting the
economy, we contrasted the current digital ‘intensity’
with the total digital ‘potential’ of various sectors.
Intensity is a measure of how much a sector has already
been reshaped by digital innovations and how relevant
digital technologies are to its operations today. Potential
captures the maximum future digital intensity, with the
difference between intensity and potential pointing to
how much further disruption the sector might expect.
7 Tocci, R., Digital Systems: Principles and Applications,
Prentice Hall, 2006.

Chart 1: Digital: current intensity and incremental disruption
30
Financialand
insuranceservices
Informationmedia
andtelecommunication
Retailtrade
Education
Transport,postal
andwarehousing
Professional,scientiﬁc
andtechnicalservices
Publicadministration
andsafety/defence
Recruitment
andcleaning
Healthcare
andsocialassistance
Artsand
recreationservices
Agriculture,
forestryandﬁshing
Rental,hiringand
realestateservices
Electrical,gas,water
andwasteservices
Construction
Wholesaletrade
Accommodation
andfoodservices
Mining
Manufacturing
100 –
90 –
80 –
70 –
60 –
50 –
40 –
30 –
20 –
10 –
0 –
Digitalpotential
6
7
10
14
18
22
22
25
31 26
26
31
34
37
40
51 48 43 55 48 44 52 31 51 46 48 45 58 43 48 49 60 54
Current use of digital technologies
Additional digital disruption
Non-digital core
36
6
8 We would also note that the ABS’s approach to classifying sectors is necessarily broad brush, which makes it difficult to discuss some
complexities within sectors. The health and social assistance industry (which we refer to as Health), for example, includes enterprises
as diverse as hospitals, aged care facilities and childcare services. On the other hand, while tourism includes many organisations with
common experiences of digital disruption they are included in separate industry classifications: an airline is in transport; a car hire
company is in rental, hiring and real estate; while a hotel is in accommodation.
In Chart 1, we apply this concept to the 18 major
industries within the Australian economy, tracked by
the Australian Bureau of Statistics (ABS). It becomes
clear that sectors such as financial services, IT and
media have some of the highest levels of total digital
potential. It’s also clear that even though these sectors
have already changed considerably due to digital
technologies, there is plenty more disruption ahead.
Conversely, we can see that while sectors like mining
and manufacturing have relatively low levels of total
digital potential, they have already implemented many
of the digital innovations available to them. Combined,
these two factors mean we would expect to see less
digital disruption in those sectors.8

Deloitte’s Digital Disruption Map
In our Digital Disruption Map (Figure 1), we look at
the same 18 industries and compare their vulnerability
to disruption from two perspectives: the size of the
impact and the imminence of change. The map considers
the extent to which digital disruption will affect specific
industries, plus the timing of that disruption.
To assess the degree of digital disruption for
each industry, we considered factors including:
• The extent to which products and services
are delivered physically
• The propensity of customers to use digital channels
• The importance of broadband and computing
infrastructure in business operations
• How mobile a company’s customers
and workforce are, and their average age
• The significance of social media
and innovations like cloud computing
• How digital innovation might be inhibited
by government regulations or other factors.
This gives us a ranking of how different industries will
be more or less affected, and whether it will be soon
or further down the track. Companies that stand to
experience significant digital disruption within the next
three years are said to be on a ‘short fuse’. Those that
can expect major change in four to ten years are on
a ‘long fuse’.
We then describe the size of the impact, or ‘bang’,
as the expected change in percentage terms across
a range of key business metrics. Companies that can
expect to see a 15–50 per cent change in their metrics,
such as mix of revenue channels or cost structures
will experience a ‘big bang’. Below 15 per cent,
companies will feel a smaller ‘bang’.
Arts and recreation
Agriculture
Mining
Wholesale trade
Government services
Recruitment
and cleaning
Transport
and post
Health
Education
Utilities
Retail trade
Impact(%changeinbusiness)
ICT and media
Finance
Real estate
Professional services
Timing (years)
Accommodation
and food services
0 1 2 3 4 5
Manufacturing
50
45
40
35
30
25
20
15
10
5
0
SHORT FUSE, BIG BANG LONG FUSE, BIG BANG
LONG FUSE, SMALL BANGSHORT FUSE, SMALL BANG
of the
Australian
economy
of the
Australian
economy
of the
Australian
economy
of the
Australian
economy
17%
32%
18%
33%
Construction
Figure 1: Deloitte’s Digital Disruption Map

To put our results into perspective, the sectors that fall
within the most pressing ‘short fuse, big bang’ quadrant
comprise about one third of the Australian economy.
Those in the long fuse, big bang quadrant represent
a further third of the economy, followed by short fuse,
small bang at one sixth, and long fuse, small bang
accounting for the remaining sixth.9
About our approach
Our analysis combines hard data and expert opinions;
that is, what the official data sources say and what
Deloitte believes will happen down the track based
on our in-depth experience, judgement and market
knowledge. We recognise this approach isn’t precise
nor perfect, but it is designed to help business and
government leaders think about digital disruption
in a granular way.
As shown on the map, the industries we expect
to face both significant and imminent digital
disruption include finance, retail trade, arts and
recreation, professional services, and information,
media and telecommunications.
Long fuse, big bang industries that expect significant
disruption, but over a longer timeframe, include those
where government and large business play a greater
role, and where regulation can be expected to slow
the pace of change. Education and transport are
good examples.
Some of the most profound changes will be felt
in sectors like education and health. Changes such
as electronic health records and remote diagnosis
are already being introduced in parts of the health
sector. Over time, we will see these services being
delivered in fundamentally different ways.
The short fuse, smaller bang quadrant includes
sectors such as wholesale trade, which have already
experienced considerable change from technology
and globalisation.
The long fuse, smaller bang group are those industries
that have lower levels of total digital potential and
that can expect to see the least additional disruption
compared to the changes that have come through
in recent years, such as manufacturing and mining.
A detailed discussion of the methodology underlying
the map is presented in the Appendix.
9 These percentages cover the Australian economy, comprising the
18 major sectors measured by the Australian Bureau of Statistics.
They are not a measure of total gross domestic product (GDP),
which considers these 18 sectors as well as the value of ‘other
services’ and ownership of dwellings.
As shown on the map, the industries we expect
to face both significant and imminent disruption
by digital include finance, retail trade, arts and
recreation, professional services, and information,
media and telecommunications

10 Deloitte Access Economics’ Employment Forecasts publication,
December 2011, p. 20.
Impact(%changeinbusiness)
Timing (years)
0 1 2
Entertainment goods
SupermarketsRetail
50
45
40
35
30
25
20
15
10
5
0
SHORT FUSE, BIG BANG
SHORT FUSE, SMALL BANG
Department stores
Figure 2:
Digital disruption in parts
of the retail industry
Differences within industries
We also considered how digital disruption varies within
industries. For example, retail trade businesses generally
face a relatively short fuse and an average magnitude
of digital disruption. But as Figure 2 shows, there will
be differences among department stores, supermarkets
and entertainment goods stores, for example.
Entertainment goods stores will face greater and more
imminent digital disruption. Department stores will also
experience above-average digital disruption, as online
retail and globalisation intensify competition. However,
supermarkets face fewer direct threats from overseas
players, due to the perishable nature of grocery goods
and the relatively low value of many items, which
means that online sales are still a low proportion of
total grocery sales. Even so, as businesses with high
transaction volumes, supermarkets should be
prepared for significant disruption.
Other dimensions
Of course, disruption has many dimensions other
than sectoral – location and size are also important.
For example, many bigger businesses have faced relatively
more disruption to date, meaning smaller businesses
may face more incremental disruption from here on.
There is also a geographic dimension, with some states
and cities more or less affected than the average. For
example, NSW’s relative strength in the financial and
ICT sectors (and its smaller-than-average mining industry)
leaves it facing a bigger digital bang and a shorter
fuse than Australia as a whole. This is even more true
for the Sydney CBD, where almost one in three
white-collar workers is in the finance sector.10

12
ALL ORGANISATIONS
2012
2016
FORTY-EIGHT
PER CENT
EIGHTEEN
PER CENT
Nearly half of all organisations
(48%) plan to offer mobile apps to
customers in the next three to five
years, compared with 18% now
Source: Optus Future of Business Report – Research and Findings, 2012, p. 8.
Part II

Reshape your
corporate strategy
9
CAPACITy
TO ACT
8
RISk
MANAGEMENT
7
ASSET MIx
3
OvERHEAD
2
SUPPLy CHAIN
1
PEOPLE
Recalibrate your
cost structure
6
NEW BUSINESS
MODELS
5
NEW
GEOGRAPHIES
4
NEW SEGMENTS
Replenish your
revenue streams
Once an organisation arrives at a better understanding
of the extent to which digital disruption will change its
operations and outlook – and when – the next step is
to decide how to respond.
In this section, we outline the three primary responses
leaders can implement, both to minimise threats posed
by digital disruption and, just as importantly, to maximise
their organisation’s digital potential. These are:
• Recalibrating cost structures – making changes in
terms of people, supply chain and overheads to better
control costs and compete with digitally-powered,
low-cost newcomers
• Replenishing revenue streams – building new
sources of revenue across segments, geographies
and business models as legacy streams dry up in
the wake of digital disruption
• Reshaping corporate strategies – reconsidering
assets, risk and corporate agility to position the
organisation for success in the increasingly
digital world.
We will explore these responses by delving into their
related levers. A company’s choice of responses and
levers will be governed by how quickly and how
significantly it expects to experience digital disruption,
and how that impact might vary across its business units.
Part II
Responding to digital disruption
Figure 3: Levers available to leaders in responding to digital disruption

RECRuITmEnT
Seek.com.au
LinkedIn
Facebook
TRaInIng
Online training
virtual libraries
Forums
RETEnTIon
B2E applications
Telework
Employment practices
Recalibrate your cost structure
One of the most profound business challenges posed
by digital disruption is that new digital attackers
often have substantially lower cost structures than
incumbents. A recent study of Australia’s retail
environment, for example, found that online prices
were between 19 per cent and 64 per cent lower
than those charged in stores.11
In this environment, large scale can switch from being
an advantage to a disadvantage. New digital players are
often also well placed to offer superior levels of variety
and convenience. To remain competitive, incumbents
must recalibrate their cost structures by dramatically
rethinking how they approach the three principal drivers
of cost: the cost of goods sold through the supply chain;
staff costs; and administrative overheads.
The greater the amount of digital disruption in
a sector, the more extensive and immediate are the
required changes. Fortunately, the problem can often
also become the solution given that digital innovations
themselves present new ways to cut costs.
1. People
The total cost of people is a major factor for any
business. According to the 2011 Deloitte Human
Capital Trends report, 84 per cent of surveyed
companies were either transforming or planning to
transform their human resources functions, with the
chief reason being to drive cost savings (85 per cent).
The quality of human capital is also critical. Firms
need the best people they can find, and to succeed
they need to build the value of people over time.
This might be achieved through training and good
management or, where the pace of change is great,
sourcing staff who can contribute the skills required
to remain competitive.
Figure 4: Total cost of people
11 Kierath, T. and Wang, C., Australia Retail: Internet Retailing
Boom 2.0, Morgan Stanley Research Asia/Pacific, June 2011, p. 2.

Enhance recruitment
The Internet has transformed recruitment in multiple
ways. Online job search engines such as Seek and
MyCareer have made it quicker and easier to post
positions, and for candidates to search for roles.
More recently, the growth of social media networks
such as Facebook, LinkedIn and Twitter has increased
the ability of companies to promote their employment
propositions and find quality people.
Deloitte, for instance, uses these three networks
extensively to tap the high-quality networks of its staff
and alumni to find candidates. We also use them to
encourage candidates to ask questions of existing staff
about the experience of working for the firm. This
has reduced the money we spend on conventional
recruitment techniques by 80 per cent between
FY2008 and FY2012, and we’ve found that candidates
sourced through this network-driven approach join
more quickly, are more engaged and stay longer.
More broadly, digital HR has shifted the boundaries
of the job market. Finding the right person for
a job is now less limited by geography, culture or
working hours. Smaller organisations are now also
better equipped to compete for talent as the cost
of promoting roles and reaching prospects falls. But
there are also risks that need to be managed. LinkedIn,
for instance, provides recruiters and competitors
with a powerful tool for searching through the
talent within organisations.
Broaden training, knowledge sharing
and collaboration
In Australia, businesses spend an average of 1.5 per cent
of revenue on training each year. Well-designed online
training programs can reduce these costs as courses
can be deployed on a wider scale.
Digital innovations make it possible to provide more
targeted and flexible approaches to training by reducing
workers’ attendance of duplicate or unnecessary
sessions, and allowing them to complete course
elements at home or while travelling. For managers,
they can prove to be a handy tool for spotting talent.
Properly segmented, digital business functions can
be supported with a defined set of knowledge assets.
These assets, ranging from training material to delivery
templates, can have associated experts distributed
across the company and with partner organisations.
Some businesses are also harnessing their retiring
workforce’s capabilities through part-time and remote
support using mobile solutions. The newly retired
engineer, for instance, is able to travel the world
for leisure while still contributing a half-day of
productive work mentoring younger staff.
Finally, online technologies allow organisations to
reinvent conventional ideas of training and information
sharing. By using the relatively cheap and easy-to-
implement internal collaboration and communications
tools now available, companies can increase the
exchange of knowledge among staff, foster informal
networks and unlock the huge reserves of tacit
knowledge residing within the business.
Increase flexibility and worker mobility
Digital innovations offer opportunities to improve
staff retention by providing more flexible working
arrangements and allowing teams to use their own
devices, such as smartphones, tablets and home
computers. Companies can in turn reduce office space
and travel needs, tap into new models – such as using
shared office facilities in locations where they have
small teams – and explore ways to give staff
more autonomy.

As of the 2006 census, only 6 per cent of Australian
workers reported teleworking arrangements with
their employer.12
The Government’s objective is to
double this to 12 per cent by 2020.13
Estimates from
Deloitte Access Economics suggest that if 10 per cent
of Australian employees were to telework half of the
time, the total annual gains from teleworking would
be in the order of $1.4 billion to $1.9 billion per year.14
The new mindset is that organisations need to provide
core systems that can be accessed by staff, suppliers
and others via a wide range of computing devices.
While there are security and data cost challenges to
navigate, this is often a win-win situation. The business
is free to concentrate on providing systems, while staff
can use their preferred devices. This approach can be
taken a step further by the company itself moving core
systems to the cloud, as discussed later in this report.
Operate by remote control
As the data produced by business systems increase and
more digital technology is deployed, it becomes possible
to control even very complex systems remotely.
For example, miners are managing more machinery
remotely from centralised locations; health specialists
are delivering services over wider geographic areas;
and energy providers are able to manage whole fleets
of power stations with precision.
Landlords are also using real time monitoring and
automation technologies to fine-tune the operation
of their buildings to reduce energy consumption,
cut costs, reduce greenhouse emissions and improve
tenant satisfaction by addressing issues before they
affect occupants.
Access talent offshore
There is significant potential to use digital technologies
to access talent in offshore locations for back-office and
other tasks. A 2010 Macquarie University study found
that 36 per cent of Australian businesses surveyed were
already sending work offshore, 21 per cent were in
the process of moving some activities offshore, and
12 per cent were discussing it.15
This isn’t just a question of sending work from
Australia to low-wage countries either. As we
recommended in our first paper in this Lucky Country
series, there is a strong case for providing special
visas to skilled workers. This was recognised by the
Government with the April 2012 announcement that
American workers in licensed occupations would be
granted immediate access to provisional Australian
licences on arrival, and of measures to link Australian
employers with skilled US workers.16
Reconsider workforce management
and engagement
The days of leading and managing a group of
people that worked and played side-by-side every
day are long past. Instead, digitisation gives
organisations the opportunity to shift from
traditional enclosed, hierarchical workforces
to networked and distributed models.
The distributed workforce allows the very best talent
to be sourced from across the globe to work in virtual
teams. Organisations and operations in remote or
less-populated locations that have historically found
it difficult to attract and retain talent are finding
some reprieve in these workforce-model changes.
12 Analysis of the 2006 ABS time use survey, quoted in Australian Bureau of Statistics (ABS) 2008, Household use of information technology,
Australia, 2007–08, catalogue number 8146.0, Canberra, December.
13 Department of Broadband, Communications and the Digital Economy (DBCDE) 2011 National Digital Economy Strategy, p. 40.
14 Access Economics, Impacts of Working under the NBN, 2010, p. 24.
15 Stephen Chen and Hassan Kharroubi, ‘The State of Offshoring in Australia: Preparing for take off’, Macquarie University, June 2010, p. 2, 7.
16 ‘Skilled American workers to fill labour shortages’, media release, 3 April 2012. www.minister.immi.gov.au/media/cb/2012/cb184743.htm

souRCIng
Global
Offshoring
Crowdsourcing
TRanspoRT anD sToRagE
Made to order
Inventory
Reliability
oCCupanCY CosTs
Production
Retail
Figure 5: End-to-end supply chain
Source: Deloitte Access Economics, 2012.
17 Robert Half International, 2012 Salary Guide, Accounting and
Finance, p.12.
There are many other associated benefits, such as
improvements in the effectiveness and efficiency of
collaborations, cost savings from virtual workspaces,
diversity and inclusion, and attraction and engagement
of new generations of talent. Indeed, in a compensation
survey of 1,400 Chief Financial Officers, workplace
flexibility was listed as second only to subsidised
training or education as the most critical factor
in attracting and retaining top talent.17
In our experience, there are three key considerations
that make such a strategy effective:
• Engaging your workforce: Without physical contact
or proximity to the person, it can be hard to keep staff
engaged in your organisation and your work. The key
is to know what they are truly passionate about, and
to help them nurture that passion
• Clarity around the work: Roles and responsibilities
should be clearly defined and broadly understood
by all team members so that work can be ‘parcelled
out’ and integrated as part of larger projects.
Hand-offs between individuals and teams can
also be streamlined using collaboration tools
• Connectivity: Sharing information, ideas, issues
and opportunities is essential for productivity and
effectiveness. Communication across a virtual,
distributed team is possible when the tools chosen
are appropriate for monitoring the balance required
between the workforce and the work.
Underpinning these three considerations is a necessary
change in mindset. People need to feel comfortable
with new ways of working and must be kept engaged,
which can be achieved using social media and other
communications innovations.
2. Supply chain
Digital innovations make it possible to dramatically
lower the total cost of delivering goods and services
by reinventing supply chains.
Indeed, the key source of advantage for many new
entrants is their ability to cut costs and accelerate time
to market, while increasing intelligence and transparency
within their supply chains.

Improve quality and reliability
Companies can use innovations such as real time
monitoring and data analytics to improve the reliability
of supply chains, delivery performance and inventory
management. A key benefit is that digital tools can be
used to collect massive amounts of sensor, telemetry
and Web data to fuel predictive analytics, which
heuristically find patterns behind stock shortages,
geographic demand variances and maintenance
needs, and help resolve other complex problems.
Here in Australia, the 1,000-store retail chain Just
Group has simplified and accelerated its stocktake
process using a world-first, Bluetooth-enabled
technology system. This enables it to complete its
twice-yearly stocktake faster, reducing the time it
needs to keep stores closed. Called RapidStocktake,
the solution won Logistics Materials Handling
magazine’s 2011 Information Management Award.18
Advances in supply chain technology can affect
performance in many other industries as well, from
electricity production to the delivery of health services.
Offload costs to partners and customers
Digital innovations make it easier to offload – or at least
share – costs with others in your supply chain. There are
now many more ways to increase self-service options
for customers and to extend this concept to suppliers
and other business partners.
On the customer side, business and governmental
organisations are cutting costs and improving convenience
through websites and mobile apps. Many are also using
social media channels such as Facebook and Twitter
to enhance customer service.
At the business-to-business level, companies are
taking an ‘outside-in’ approach and opening up their
technology systems and data to suppliers and other
partners. While this isn’t new, digital principles are
allowing retailers to partner with financial services
providers and logistics companies to offer a seamless
retail, payment and delivery experience. The result is
much lower transaction costs.
In another example, mining companies are integrating their
systems effectively with their engineering, contracting
and services partners, greatly simplifying the process of
delivering multi-billion-dollar projects. An extension of
these ideas is ‘crowdsourcing’, where organisations seek
input from external and often unknown contributors
ranging from networks of subject-matter experts to
businesses and talented amateurs.
Core to this approach is maintaining – or moving
towards – open technology architectures that make it
relatively simple to share data or capabilities with
others. This includes embracing open technology
standards where possible, such as using XBRL for
financial reporting. This can enable organisations to
become more agnostic about which software systems
they use. Another advantage of cloud-based solutions
is that they are typically built in line with these
open-architecture principles.
18 ‘Australian Supply Chain and Logistics Awards: winners announced’,
17 November 2012, http://www.logisticsmagazine.com.au/news/
australian-supply-chain-and-logistics-awards-winner

Reconsider transport and facilities
New approaches to moving and storing goods have
evolved with the digital economy, including advanced
just-in-time inventory models. Products can be made
when ordered, reducing warehouse costs. For example,
Harvey Norman orders beds to be constructed after
they are purchased, rather than before.
Occupancy costs are also dramatically lower for ‘e-tailers’
compared with traditional ‘bricks and mortar’ retailers.
While online-only businesses can have rental cost-to-
sales ratios of less than 2 per cent19
, traditional retailers
can face ratios around 19 per cent.20
These trends are
leading businesses throughout the supply chain to
reshape their logistics and facilities requirements.
Source globally
The sourcing of low-cost products from cheaper
locations has been turbocharged by e-commerce. In
one study, US-based businesses said they cut costs by
19 per cent by sourcing products and materials from
cheaper markets.21
This process has been made far
easier – and more transparent – in recent years with
the emergence of online services such as Alibaba.com,
which connects businesses and suppliers worldwide.
Review tax structures
Changes in global supply chains affect the location of the
key functions, assets (including intangible property), risks,
and the taxable presence and allocation of profits across
the relevant tax jurisdictions, which creates opportunities
for a multinational business to reduce overall tax costs
through relocation to lower-tax jurisdictions.
While these strategies can be highly attractive, there
are tax complexities to consider in changing a supply-
chain model or outsourcing core functions. Direct tax
issues can arise, for example, in: determining how
the disposal of existing assets is treated; whether
there has been a transfer of intellectual property;
how outsourcing functions are set up and structured;
whether there are any transfer pricing implications;
and taking into consideration tax incentives offered by
other jurisdictions. Companies need to review supply
agreements and answer questions about where business
is being conducted and, in turn, the taxable presence of
entities and the tax impact on employees arising from
outsourcing functions.
A business’s indirect tax obligations (e.g. VAT/GST,
customs and excise duties, etc.) and the entitlements,
incentives and regimes available to it may be significantly
different as a result of any supply-chain change. For
example, replacing local suppliers of materials, parts,
and components with a single foreign supplier will
raise a number of indirect tax issues stemming from the
cross-jurisdictional movement of goods, such as VAT/
GST, customs and excise duty liability on exportation or
importation, and the recoverability of the tax incurred.
Irrecoverable VAT/GST and duty, delayed refunds and
pre-financed payments will also have an impact on
cost base and cash flow. The potential indirect tax
compliance burdens associated with registrations,
returns and filings, invoicing, maintenance of
proper licensing and documentation (e.g. to support
exemptions and suspension regimes and the recovery
of indirect tax incurred) also need to be understood.
This picture can be further complicated by free trade
agreements and withholding taxes (or similar) affecting
the true cost of the input. So, while digital innovations
may open up many new possibilities, care must be
taken to structure them so that they are tax effective.
19 ‘Retail Rebellion’, Andersen Bowe blog post, accessed
19 July 2012. http://andersenbowe.com.au/retail-rebellion
20 Zoe Fielding, ‘Westfield Appoints Digital Chief,’ Australian
Financial Review, 1 May 2012. http://afr.com/p/technology/
westfield_appoints_digital_chief_xwBJeeEVeOrq4XDgMl1jAI
21 ‘Supply Management Research Reveals the Magnitude of Global
Sourcing’, Chief Learning Officer blog post, accessed 19 July
2012. See: clomedia.com/articles/view/supply_management_
research_reveals_the_magnitude_of_global_sourcing

Human REsouRCEs
Staff
Resourcing
Payroll
InfoRmaTIon TECHnologY
Hardware costs
Software costs
Utility costs
fInanCE
Data analysis
Cloud
3. Overhead
HR, IT, finance, real estate and security each generate
significant administrative overheads – but these and
other administrative operations are being transformed
by digital. Administration is one instance in which digital
disruption moves beyond business-unit costs and offers
opportunities for enterprise-level cost savings.
This section considers a range of ideas for finding
these savings. To put them into action, it can be valuable
for organisations to first quantify current costs. This
can provide a detailed understanding of the overheads
they carry now and provide benchmarks to use when
considering the value of new approaches.
Move human resources processes online
Above and beyond recruitment (discussed in
the previous section), businesses are using digital
technologies to move their entire HR processes online.
This is being achieved through business-to-employee
(B2E) applications that use intra-business networks,
allowing companies to reach employees and manage
the dissemination of information.
These applications can be used to manage time
sheets and remuneration, work planning and resourcing,
ordering office supplies and stationery, and managing
rosters and leave. There are also new options available
for monitoring and feeding back on staff performance
in real time, rather than semi-annually or annually.
Consolidate and expand finance
Technology is enabling organisations to reduce
costs and increase capabilities by consolidating finance
functions across the enterprise. New tools that can be
accessed via secure internal networks make it easier
for managers to generate reports automatically,
rather than requesting them from finance.
Advances in business intelligence, data analysis and
visualisation tools are also ensuring these reports are
more meaningful and can be delivered fast enough
for decision-makers and teams to make changes
in real time. Furthermore, better communications –
including mobile data – are making external finance
expertise or services more accessible. This might
include tax and auditing advice or business
processing services.
Figure 6: Administrative overhead
Source: Deloitte Access Economics, 2012.

Leverage cloud computing
Cloud computing is joined at the hip to digital business.
As business functions are better defined, and aligned to
processes and data rather than with enterprise systems,
they can be enabled by a wider range of services which
don’t necessarily reside within the enterprise.
Digital services delivered through ‘the cloud’ usually start
with niche functions, such as expense management, and
quickly extend through HR, finance and marketing. They
also allow organisations to change the way they work
by offering greater flexibility and mobility to workers,
making it easier for teams to access services and files
through any Internet-connected device.
Cloud-based services make IT more flexible, allowing users
to store information, software and shared resources
in data centres that are accessible via the Internet.
Because they are external, cloud services allow companies
to reduce the computing infrastructure they own directly
and, in turn, the size of the teams required to manage it.
This approach also removes some of the biggest risks
associated with building your own IT systems: whether
they will work, upfront costs, and write-downs as they
become obsolete.
In effect, computing infrastructure is moving from
being something that organisations own and manage
to becoming an external utility. In the same way that
we now use taps connected to water networks instead
of digging wells, cloud computing offers a step-change
in how we access business technology. This means that
only paying for the level for service you need is likely
to become a new modus operandi. It’s also the reason
new services like Instagram, the online photo-sharing
platform famously bought by Facebook for US$1 billion,
have been able to add up to a million new users a day
without melting down.22
From a tax perspective, whether moving IT functions
and computing infrastructure to the cloud gives rise
to a permanent establishment in another jurisdiction,
relevant for both direct tax and VAT/GST, also needs to
be considered. The application of VAT/GST (i.e. on top
of service charges made by cloud providers or internal
allocations or recharges of costs), and the recovery
(or not) of that additional impost, will depend on
the jurisdiction and classification of the transaction.
Use open source software
Businesses should explore whether they can cut costs
by using open source software solutions, especially
where they are ‘hosted’ externally as a cloud-based
service. An example is Drupal Gardens, which is a
cost-effective, open source-based website publishing
system delivered online.
Open source software is typically cheap because
it is developed by communities instead of being
‘owned’ by a commercial entity, and some applications
have become very robust and well supported in the
market. However, it can create additional management
requirements for organisations, so most use
it selectively.
Reconsider your location
An extension of ‘cloud thinking’ is to move whole
business processes and associated teams to alternative
locations, within Australia or internationally. Digital
technologies greatly facilitate such relocation,
outsourcing and offshoring. They can also make
it easier to create physical and virtual centres of
excellence, optimised in terms of cost and capabilities.
One of the powerful advantages many new entrants
possess is their freedom to build such structures,
rather than being shackled by legacy systems.
22 Matt Burns, ‘Instagram’s User Count Now At 40 Million, Saw 10
Million New Users In Last 10 Days’, TechCrunch, 13 April 2012.
http://techcrunch.com/2012/04/13/instagrams-user-count-now-at-
40-million-saw-10-million-new-users-in-last-10-days/

However, companies may encounter regulatory and
tax issues when moving to centralise or move support
and administration through shared services entities.
These changes can raise questions about where
workforces are located and create associated tax
implications for employers and employees. If the
function being outsourced or offshored is a core
function of the business, it may have a ‘high value’
element to it, which could raise issues around the
taxing of intellectual property. Service charges or
internal allocations or recharges of costs associated
with such movements may also attract VAT/GST.
Embrace mobility
Mobility in the hands of customers is a much-discussed
subject, but mobile commerce goes much further. In
fact, mobile commerce is far more mature and proven
in business-to-business (B2B) areas, such as field force
and supply chain automation.
The opportunity to drive down administrative overheads
exists across all enterprise functions, including HR, IT
and finance, as well as marketing, supply chain and
customer care. It also applies to all application types:
transactional, analytical, and social and collaborative.
Placing transactional and data capabilities in the hands
of employees through mobile devices, for example, can
make them more efficient and effective. In fact, many
are moving ahead of their IT departments by bringing
their own devices to work.
For some companies, more radical improvements
may be achievable through machine-to-machine
(M2M) capabilities. This can go as far as removing the
requirement for human intervention altogether, and
presents an extreme case of transaction cost reduction.
To take advantage of all of the opportunities that
mobility presents, companies need to put strategies
in place that consider all of the interactions occurring
in the B2B, business-to-employee (B2E) and business-
to-consumer (B2C) dimensions of their business.
Cut marketing costs
When it comes to marketing, digital technologies
enable many ways for organisations to cut marketing
and advertising expenses and move towards more
measurable marketing channels that can be scaled
in line with campaigns and business imperatives.
Instead of large upfront investments in television ads
and other major pieces, or paying fees to middlemen,
organisations are launching a wide range of smaller
and relatively low-cost digital campaigns through
search engines, social media and other digital channels.
Aggregation and analysis of market and customer
data is revolutionising the product development process,
enabling goods and services to be tailored to the needs
of individual consumers and organisation. Data analysis
is now enabling granular market segmentation and
precision targeting as never before, delivering on the
long-held promise of the ‘market of one’. With the
Chief Marketing Officer in some categories spending
more on technology than the Chief Information Officer,
the centre of marketing gravity is shifting, and cost
optimisation through technology and data literacy
have now joined strategic thinking and creativity
as pre-requisites for marketing success.
In the following section, we examine the opportunities
that the increasing trend of personalisation presents.
The opportunity to drive down
administrative overheads exists
across all enterprise functions,
including HR, IT and finance,
aswellasmarketing, supply
chain and customer care

Replenish your revenue streams
The agility and cost advantage of digital competitors
can threaten incumbents’ traditional revenue streams.
However, digital innovations also open up opportunities
to generate new sources of income. The key challenge
is to replace the lost legacy revenue streams as they
disappear, thus avoiding a performance gap.
The more exposed an organisation – the shorter its
fuse and the bigger its bang on our Digital Disruption
Map – the more quickly such gaps will open up and
the more market pressure it will feel. By opening up new
avenues for business improvement, digital innovations
allow organisations to target new customer segments
and product areas. Companies can also reach new
geographic markets interstate and overseas, and can
even introduce radically different offerings under
whole new business models.
An important principle here is to allow customers and
employees to take organisations to new and perhaps
unexpected places. For example, with the arrival of
services like Napster, consumers showed a desire to
download music. While incumbents sought to stop this
completely through litigation, Apple saw it as an area
of unmet demand and developed legally acceptable
products through its iPod and iTunes businesses.
This type of change should be expected in many sectors,
including those that seem impervious. For instance,
a seemingly innocuous innovation such as online
services that make it easier for individuals to share
cars – or travel together – may come to challenge the
traditional place of the taxi and shuttle bus industry.
4. New segments
One of the great benefits of the Internet and other
digital innovations is that they make it easier to move
into adjacent product and customer segments. For
many businesses, a particularly compelling opportunity
is the ability to offer new products to current customers
more readily.
The sale of niche products like obscure books and
specialised music is a good example of this trend.
Whereas traditional retailers might have been limited
in their potential to reach customers, search engines
and highly targeted, low-cost online advertising have
made new segments accessible.
These tools will only become more powerful. As people
become more comfortable with the use of the data,
businesses will increasingly use data collected by
functions such as map searches and email to deliver
more relevant information and advertising to potential
customers. Mobile phone network operators are also
offering businesses more opportunities to capitalise
on information about consumers’ locations.
The following three strategies can help companies reach
new customers and sell more products to existing ones.
Personalise product and service offerings
Digital connectivity has disrupted the way buying
decisions are informed, when they are made and how
they are transacted. Global accessibility, peer-to-peer
learning, self-education and comparison shopping are
all easily available to consumers. A confronting trend
for retailers is watching customers using their
smartphones to search for competitive prices
while standing inside their stores.
In response, leading organisations are allowing
consumers to connect, design and configure products
to their unique personal preferences. At face value,
this can be intimidating and even frightening, leading
to ever-multiplying product stock-keeping units,
diseconomies of scale and supply-chain chaos.

On closer consideration, however, the perception
of personalisation is delivered through more
sophisticated use of marketing’s ‘Four Ps’:
• The placement of products within the right physical
and digital channels to best connect with consumers
• The presentation of products in a manner
that highlights the attributes most relevant
to customers’ needs
• The promotion of products at the right time
and in a style of conversation that best appeals
to customers’ emotions and desires
• The pricing of products according to their
attributes and those of customers.
The application of advanced data analytics translates
each customer interaction into a story of customer
behaviour that can be used to hone product, sales,
marketing and service strategies. This is being coupled
with advancements in cloud-based computing,
marketing automation, real time decision-making
technologies and social media interactions to reinvent
and personalise customer propositions and experiences.
Differentiate pricing through product
bundling and versioning
Product bundling and versioning centres on producing
different models of products and selling them at varying
price points and as part of different packages. The
business is typically attempting to attract higher prices
based on the value a customer perceives. These sorts
of ‘quality discrimination’ approaches have been
around for some time, so what’s different now?
Digital disruption is being felt in the improved ability
of consumers to ‘unpick’ the perceived value of a
product bundle or proposition, owing to the greater
amount of information that is now at their fingertips.
Transparency, authenticity and relevance become the
key criteria for knowing when and where strategies
like product bundling and versioning will have an
effect. Taking a sophisticated approach to bundling
or versioning now requires an understanding of
consumers’ buying patterns and an in-depth insight
into the consumption patterns and behaviours
surrounding discrete product attributes.
Redefining the bundling proposition beyond technical
attributes to include ‘product and service design’ is
gaining considerable momentum in differentiating
between commodity and value-based pricing. The
science of ‘big data’ customer analytics can also be
combined with design-thinking approaches to identify
the unmet value proposition that consumers are
willing to pay for.
Leverage social media
Social media services are powerful tools for developing
online communities that can help to reinforce and
grow a business. The reach and power of brands is also
amplified when customers use these networks to discuss
products or share their buying and service experiences.
By its nature, the environment of social media is
a difficult one in which to sell products too overtly, or
even to deliver advertising in an effective way. However,
it allows organisations to foster conversations between
staff and customers, between customers themselves,
and between both groups and prospects.
The art of using social media to grow revenue lies in
fostering exchanges that directly support sales, or that
deliver value back to customers in terms of information,
service or the ability to shape future products and
services. It is, in effect, the new ‘word of mouth’
and the aim is to support and grow advocates.
The art of using social media
to grow revenue lies in fostering
exchanges that directly support
sales, or that deliver value back to
customers in terms of information,
service or the ability to shape
future products and services

Telstra, for instance, has capitalised on this by creating
its CrowdSupport service. This is a subsection of its
website where customers can post queries about the
telecommunications company’s products and services
and have them answered by both Telstra staff and
other customers.
From a marketing point of view, social media services
are the next frontier of targeting. They allow businesses
to interact with consumers and prospects directly,
and to put forward highly tailored offers at low cost.
Messages and offers can also be targeted to particular
demographics, or to specific Internet users based on
their browsing habits. This allows for far more granular
segmentation than marketers have traditionally enjoyed.
The challenge with social media is not whether
companies should seek to leverage it, but rather how
to do so to the greatest effect. The ‘ticket to play’ is
having in place the right listening mechanisms at an
operational level to manage customer service issues,
and brand reputation risk, and equally to recognise
positive feedback for improved customer retention
and revenue protection.
More advanced organisations are going one step
further and undertaking rich social media analytics
to lift these listening insights to a strategic level,
informing new product design, product optimisation,
channel optimisation and even identifying new and
niche markets for incremental revenue growth.
But listening is a one-way street. Where authenticity
and trust are critical to success, the most fearless
organisations are using social media to invite their
consumers not only to co-create in product and
service design but to do so as co-investors; providing
transparency and visibility to financial data and
product performance that allows consumers to
contribute proactively and then share in the
benefits of revenue growth.
5. New geographies
The reach of the Internet and its ability to be used
for targeting specific customers make it a unique
and powerful platform for advertising, selling and
delivering goods and services well beyond traditional
markets and geographies.
One of the key changes for many businesses today
is that the notion of ‘where’ business is done is
shifting. For retailers, it’s shifting from the physical
world of shops in specific locations to serving customers
nationally and internationally using online channels.
Even then, the exact ‘location’ of transactions is
shifting from traditional websites to social media
networks, and from consumers who use fixed
connections to those using mobile devices.23
Education is another good example, because online
channels can be used for service delivery and not just
marketing. For instance, the elite American universities
Harvard and MIT recently announced a US$60 million
partnership called edX, which will see them deliver
some courses online, for free. The University of California,
Berkeley is also joining. Given those institutions charge
up to US$200,000 for a full degree, this is a significant
change in direction. Their aspiration is reportedly for
edX to have one billion students.24
23 For further discussion of these trends and particularly
how the use of payment systems is changing, see The
future of exchanging value: Uncovering new ways of
spending, published by Deloitte Australia in 2012.
24 Darrow, Barb, ‘MIT and Harvard say open-source edX can
educate a billion people’, 2 May 2012 at http://gigaom.
com/2012/05/02/mit-and-harvard-say-open-source-edx-can-
educate-a-billion-people/ and ‘UC Berkeley joins edX’, news
release issued 24 July 2012 at https://www.edx.org/press/uc-
berkeley-joins-edx

Business leaders must also recognise that much of
the growth in global markets for goods and services
is shifting from the traditional Western economies
led by Europe and North America to emerging
markets. According to one leading forecaster, annual
consumption in emerging markets – including Africa,
Brazil, China, India and Indonesia – will rise from
US$12 trillion in 2010 to US$30 trillion in 2025.25
Put another way, the number of people in the world
with enough discretionary spending power to be
regarded as ‘consumers’ will rise from 2.4 billion
today to 4.2 billion. The vast majority of those new
consumers will be in markets that are today regarded
as ‘developing’.26
Moreover, those future consumers
are mainly young people who are growing up with
digital technologies.
If Australian companies are to remain relevant and
competitive in this changing global landscape, it will
be critical to be competent in digital innovation and
active in seeking new markets, both in terms of virtual
network environments and physical geographies.
Pursue digital marketing strategies
As discussed throughout this paper, organisations can
use online advertising, email marketing and social media
to reach new markets for their offers and to increase
awareness of their products and services.
When preparing these digital marketing strategies,
companies must consider their distribution and supply
chain strategies. Being able to deliver products or
services on time and for the right price will be the
ultimate determinant of a company’s ability to go
beyond its existing geographic boundaries.
Become a platform for innovation
The online environment is more than just a marketing
and distribution platform. It is the cornerstone for new
forms of business. The Holy Grail of online business is
to make your organisation a platform for wider value
creation within larger digital ecosystems that extend
well beyond traditional geographies, and in ways
that enable it to collect revenue.
Among the best-known examples is Apple, which
has made its mobile devices and iTunes online store
a platform through which application developers,
entertainers, authors, educators and others can sell their
innovations. This is an example of a highly ‘curated’, or
controlled, environment. Other well-known platforms
include the Google marketplace for Android applications
and the burgeoning Amazon.com network.
This strategy is conscious within companies like
Amazon. CEO Jeffrey Bezos wrote in a 2011 letter
to shareholders: “Invention comes in many forms and
at many scales. The most radical and transformative
of inventions are often those that empower others
to unleash their creativity – to pursue their dreams.”27
There are also examples emerging within Australia,
such as the way telecommunications companies
like Optus are expanding their digital content and
services offerings, how GraysOnline has created a
new marketplace with its auction service, and in the
Commonwealth Bank’s plans to introduce point-of-sale
payment terminals that support software applications
created by third parties.28
We are also seeing the emergence of more niche online
marketplaces, such as the locally-founded 99Designs for
connecting designers and clients, and Envato for buying
and selling digital products.
25 Yuval Atsmon, Peter Child, Richard Dobbs, Laxman Narasimhan,
‘Winning the $30 trillion decathlon: Going for gold in emerging
markets’, Executive Summary, McKinsey Company, 2012, p. 6.
26 Atsmon et al, ibid.
27 Excerpted from the ninth paragraph of a 2011 Amazon.com
letter to shareholders entitled, ‘The Power of Invention’ filed
on 13 April 2012 as part (Exhibit 99.1) of a Form 8-K filing
with the Securities and Exchange Commission.
28 Commonwealth Bank media release, ‘World-firsts in technology
change the game for businesses and consumers’, 17 July 2012.

6. New business models
Digital offers the potential to create business models
built around capabilities that may not have existed even
a decade ago. Some of the digital innovations explored
below are enabling entirely new business models and in
turn opening up new revenue streams. Not surprisingly,
many of these centre on the powerful combination of
mobile devices and broadband data services.
Leverage mobile devices
Businesses can reach customers in new ways using
applications that appear on their mobile devices, such
as the apps offered by Coles and Woolworths to help
grocery shoppers, or niche loyalty applications such as
eCoffeeCard for capturing coffee purchases at cafes
and storing them in your mobile phone.
In addition, payment systems are migrating to mobile
phones and other portable computing devices. ‘Virtual
wallets’ that allow users to swipe their mobile phone
to make a payment in a shop, or get on a bus, offer
a high level of convenience for customers. While their
introduction depends on investment and coordination
among finance firms, device manufacturers and retailers,
they can be expected to grow quickly in Australia. They
will also drive increased pressure for financial institutions
to support real time funds transfers.
Whether companies have an existing e-commerce
platform or are starting from scratch, it is important
to develop online assets that will work effectively across
computer, tablet and smartphone platforms. Leaders
should also step back and look at their business models;
simply replicating an existing business on a mobile
platform may mean missing larger opportunities to
review the entire value chain and identify the real
underlying capabilities of a business.
Exploit location awareness
Thanks to GPS and the way cellular networks function,
smartphone users can now pinpoint their location.
So too can their carriers and, with the appropriate
permissions, other businesses. This is opening up
dramatic new business possibilities to drive revenue
and launch new business ideas.
Location-based services (LBSs) use a set of computing
capabilities to deliver content and functions that are
relevant to the user’s location. The most popular
examples in use today are social media platforms such
as Foursquare, and mapping functionalities that enable
the user to find the nearest ATM or restaurant.
LBSs can be used to deliver functionality and content
in a more relevant and useful format to consumers.
Further, as part of a company’s value chain, they can
help to optimise resource usage (route optimisation
is a common example). In turn, they present the
opportunity to create new business models.
Car manufacturers, for example, have deployed LBSs
to provide in-car monitoring, anti-theft functionality and
driver-related information, such as traffic data. Now they
are considering how the same systems can be adapted
to transform the motor vehicle into an advertising and
content-delivery platform.
Deliver services through the cloud
The cloud isn’t just about increasing efficiency; it
is also about supporting brand-new business models.
As some companies look to spin out non-core functions,
new opportunities arise to bring together previously
uneconomic capabilities.
For instance, innovators are looking to harness
intellectual power distributed globally through
‘question and answer’ services, while others
are disrupting business–supplier relationships by
commoditising relationships. Sites like Spotify.com
have introduced a whole new model for distributing
music and garnered millions of users worldwide.
Indeed, it’s likely that the most disruptive cloud
services haven’t even been thought of yet.

Introduce new pricing strategies
As digital allows businesses to emerge with radically
different cost-bases, it is natural that we will see new
pricing models. Take an information business in the
digital economy: where information is formed through
bits, and the cost of distributing bits is near zero, the
ability to charge scarcity prices is diminished.
As Chris Anderson’s book, Free, argues, “if ‘price falls
to the marginal cost’ is the law, then free is not just an
option, it’s the inevitable endpoint”.29
Of course, there
is often still a sizeable sunk cost of production that
needs to be recovered. What emerges are multiple
variations on the theme of ‘freemium’, whereby
content and other elements are given away for free,
and money is made indirectly from the community
that the ‘giveaway’ creates.
Price innovation in the face of digital does not mean
giving everything away for nothing, but it does mean
creatively pursuing indirect mechanisms and cross-
subsidy avenues to reap the benefits of the new
digital economy.
Expand your capacity to innovate
Australia has historically been very good at certain
aspects of innovation. However, we tend to do our best
technological innovation from within organisations but
fail to recognise its greater value or see it as irrelevant
to the core business. Further, we often suffer a lack
of scale to pursue conventional venture capital models.
While many Australian businesses define themselves
as ‘fast followers’, our lack of rapid and scalable
innovation makes it more challenging to keep up
when external disruptive innovation reaches our shores.
Digital offers solutions here by allowing individual pieces
of value to be more easily spun out, and expanding
innovation and funding options for organisations.
Online systems are enhancing organisations’ ability to
accelerate innovation internally, and to gain input from
external experts. For instance, firms are using wikis
and other knowledge-sharing and collaboration
tools to accelerate discussions and develop ideas.
Externally, organisations are seeking ideas and even
funding from ‘the crowd’ – outside and typically
unknown experts, including customers and partners –
by asking questions in relatively public environments.
For example, pharmaceutical groups can post
challenging questions on the InnoCentive online
service. If a person provides a solution, the
company rewards them with cash.
Entrepreneurs are also increasingly able to post ideas
for new business ventures online and receive funding
from potentially large numbers of supporters and
investors. In Australia, these include crowd-funding
sites such as Pozible, iPledg and Kickstarter, which are
challenging traditional funding models and regulations.
These funding approaches might not seem relevant
to large corporations, but we believe the concepts can
usually be applied. The most important is that in the
fast-moving and often unpredictable digital arena, there
is value in seeding a range of small bets, seeking input
from a wide range of sources and then scaling up
those investments that gain traction.
Reshape your corporate strategy
Business leaders will also need to review their corporate
strategic posture in light of digital disruption. They
need to ask enterprise-level questions about: what new
investments they should consider and what legacy assets
they need to divest; how they can manage new risks
across the organisation; and how they can make their
companies more responsive to the changes digital is
creating. Simply put, they need to create a new
company that has a chance not only to survive
but also to thrive in this new world.
29 Chris Anderson, Free: How Today’s Smartest Businesses Profit
By Giving Something For Nothing, Random House Business
Books, 2010, p.173.

7. Asset mix
Digital disruption is shifting the sands of the profit
landscape. Value is migrating and business leaders
aren’t always sure if they’re experiencing short-term
cyclical change or long-term structural change. What
is clear is that many legacy assets are losing value
and there is a widespread need to invest to capitalise
on new, digital-related opportunities.
More subtly, companies are developing new digital
value in their supply chains and processes. For some,
these changes will force them to rethink the very
nature of their core business.
Divest legacy assets
There may be narrow windows of opportunity to divest
certain vulnerable assets before the market decimates
their value. If the fuse is too short, that window may
have already closed. Indeed, most leaders are surprised
at how quickly market changes strike.
More generally, to remain competitive, businesses
may divest legacy assets that will be – or are already
being – superseded or made redundant by new
technologies and digital innovation. These might
be physical or intellectual property assets, or whole
businesses. The notions of timing (fuse) and impact
(bang) highlighted in our Digital Disruption Map become
critical here – the more immediate and significant the
digital disruption, the greater the effect on asset prices.
Among the most obvious assets that should be
reviewed are ‘bricks and mortar’ facilities. Bookstores,
department stores, travel agents and DVD rental outlets,
to name some examples, are all acutely aware that
their customers have been moving online for some
time. They’re now facing difficult decisions about
what assets they should let go, and whether they
may have left it too late to sell at strong prices.
The impact on real estate extends well beyond
retail. The ability to relocate labour nationally and
internationally is reshaping the office market, the
improved ability to telework is affecting residential
markets, and changes to supply chains are driving
major changes for providers of logistics and
warehousing facilities.
While some business categories will remain fairly
protected – such as food court operators or health care
providers, which retain a strong link to physical locations
– there will be many others that find digital disruption
radically changes their real estate needs and investment
strategies. For instance, document storage companies
are likely to be divesting physical space but investing
in electronic storage capabilities and processes.
In industries such as entertainment and media, digital
technologies are having a significant impact on legacy
content-distribution operations. What were once
integrated businesses are now finding that there is
inherent value in the content side of businesses – news,
films, TV shows and so on – but their distribution assets
are vulnerable. These less-essential assets include cable
TV networks, printing facilities and transmission towers.
Marketing assets should also be considered. For
example, the value of catalogues or billboard locations
may decline as consumers look online for coupons.
At the highest level, business owners should review
the current and projected value of their companies
and ask whether that value is growing or declining
as digital innovations grow and competitors introduce
new models. If it is declining, they will face difficult
decisions about whether to sell out or invest to catch
up. This can be particularly important for owners
approaching retirement who may hold unrealistic
expectations about the value of their businesses.
The notions of timing (fuse)
and impact (bang) highlighted
in our Digital Disruption Map
become critical here – the more
immediate and significant the
digital disruption, the greater
the effect on asset prices

Invest in new capabilities and make acquisitions
While some assets may lose value, new investments
in digital-fuelled, higher-growth markets can create
shareholder value and help balance business portfolios.
These won’t always be distinct assets, such as buildings.
Instead, they will often be: investments in supply chains
and business processes; strategies that find a balance
between developing capabilities in-house, buying off
the shelf and acquiring businesses; and investments
in people and organisational culture.
Capturing new value created in the digital economy
will depend on the ability of companies to develop
strategies that bring consumers closer.
For this reason, businesses need to focus their
technology investments on enhancing processes
and building their capacity to anticipate and respond
to rapid changes in consumer behaviour. This is
consistent with the view that consumers are driving
the digital economy, and that further technological
advances and social trends will continue to tilt the
balance of power towards them.
Another capability inviting investment is data analytics,
due to the increasingly greater potential to capture
and gain value from information about customers,
operations and other factors.
Even in a sector like mining, which is less directly
exposed to digital disruption, there is substantial
opportunity to build value by investing in productivity-
enhancing technologies. The Australian mining
technology, service and equipment industry had
revenue of $86 billion per year in 2010–11
thanks to the support it provides to Australia’s
mining capability.30
There will also be digital investment opportunities
adjacent to technological developments. An example
is clean energy. As machine-to-machine technologies
foster the growth of environment-related industries
like sensory and smart networks, there will be major
investment opportunities.
Consider tax opportunities
How a company funds or restructures its business
(i.e. with debt or equity) raises a number of tax
implications, but it is important to remember that the
transaction will need to be based on a commercial
objective and not for the dominant purpose of obtaining
a tax benefit, which could see any benefit denied.
Changing the asset mix essentially looks at the
ratio of physical and digital assets and any change
in either of these types of assets may lead to
different tax considerations.
A major benefit of a business moving its assets
from physical to digital may be a reduction in the
maintenance of (often large) tax-depreciable asset
registers. For example, the tax implications of a business
shifting the majority of its IT infrastructure needs to the
cloud may turn hefty capital expenditure, maintenance
and depreciation into deductible expenditure in the
form of possible service fees that may be deductible,
or royalty payments that could be subject to royalty
withholding tax. As mentioned above, however, the
service fees or any internal allocations or recharges
of costs associated with the shift to the cloud may
also be subject to VAT/GST.
However, simply changing a business’s asset mix may
not be enough to ensure competitiveness. A company
may also need to consider the best location in which
to operate in terms of research and development (RD)
and other tax incentives, and whether shifting to
a cloud-based model would change where the
business was taxed.
Cloud-based business models will affect the collection
and payment of transaction-based taxes such as VAT/
GST. The classification of the particular cloud offerings
(i.e. as goods, services or anything else, or a combination
of these) will drive the VAT/GST treatment. In a global
supply chain, this would be particularly complicated
by a necessary evaluation of the location of the cloud
business and relevant taxing jurisdiction, and ‘end-user’
and ‘use and enjoyment’ aspects. Complications may
also be presented by different payment models for
the cloud and differences in B2C and B2B deployment.
However, the VAT/GST treatment of the cloud is
uncharted territory for most tax authorities. In Australia,
the Australian Taxation Office has not yet made any
definitive pronouncements on the GST classification
issues and how Australian businesses should be
dealing with these in a global environment.
30 Ed Shann, Maximising Growth in a Mining Boom,
Minerals Council of Australia, 2012, p. 22–23.

8. Risk management
In the digital context, risk management needs to
encompass the business risks presented by: new
production, distribution and marketing approaches;
concerns about cyber-security in a data-centric world;
and, critically, the often overlooked risk of inaction.
When companies consider all three of these types
of risk – business, technology and crime, and strategic –
it becomes clear that there is a need to move to new
and agile risk management models better suited to the
digital era. Like the digital environment itself, these will
tend to be capable of gathering and gaining insights
from data in real time, and be designed to anticipate and
quickly respond to issues that may be hard to predict.
Recognise the danger of inaction
It’s vital to recognise that when it comes to digital
disruption, the biggest risk may in fact be doing nothing
at all. Because risk-management systems are typically
geared towards considering the potential downsides
of proposed courses of action, they can often fail to
capture the risk of inaction and can be left behind
as the world moves on.
This demands nothing short of a new approach to
risk. The speed of technology change and its adoption
by individuals, businesses and governments – mean that
reliance on annual compliance-based risk approaches –
or standardised processes and methodologies using
historical evidence or metrics – can actually leave a
business exposed.
Risk management approaches need to be rethought
in order to offer flexible and scalable frameworks to
meet different types of risk in real time. Businesses
also need to consider how digital disruption can be
appropriately managed to provide opportunities for
growth. Rather than shutting down social media as
a potential risk, for example, organisations might
choose to use it as a way of engaging staff, airing
difficult topics in a safe environment, taking the pulse
of the organisation, reducing research costs or better
connecting to clients and markets.
Consider business risks
The business risks that companies can and should
consider include: damage to corporate reputations
arising from social media campaigns; financial risks
from portfolio decisions; competitive risks from new
entrants with innovative business models; and economic
risks arising from the way digital innovation may
change business cycles.
As discussed elsewhere, substantial changes to the
way a business operates – particularly in terms of its
workforce and supply chain – can raise significant tax
implications. From this perspective, it is critical to have
appropriate reporting processes in place that can track
the status of transactions from order to delivery so as to
account for revenue and expenditure correctly, especially
across borders. It can also be challenging to ensure
that reporting obligations are met on a timely basis
with all relevant regulators.
Major tax risks, such as that of transfer pricing
adjustments resulting in double taxation of the same
revenue, can usually be proactively managed through
advance agreements with relevant tax authorities. For
innovative supply chains, such agreements can mitigate
the risk that authorities will review and adjust tax
outcomes several years down the track.
Any significant business change should also be
accompanied by a review of governance materials,
particularly if there are changes to the organisation’s
operations, strategy or overall corporate direction.
For example, introducing a new digital sales channel
requires both new IT and operational processes, and
new financial controls. It is also likely to affect a wide
range of internal and external roles and relationships.
It’s vital to recognise that when
it comes to digital disruption, the
biggest risk may in fact be doing
nothing at all

Invest in security
Digital systems cannot operate without security.
It’s essential for organisations to take a structured and
risk-based approach to managing this issue, and to
recognise that the need to secure data is an unavoidable
administrative overhead that comes with operating in
the digital marketplace.
The cornerstone of delivering security is to have
a clear understanding of the information you hold
and use – including customer, employee, third-party
and intellectual property data – and what value
it would have in someone else’s hands. You then
need to consider how to hold those data. Will core
information be held by you, or can other
organisations hold it on your behalf?
The payment card industry originally issued the PCI
Data Security Standards in the wake of repeated credit
card information leakages. This firmly established
the notion of encrypting sensitive data and/or using
tokenisation to replace elements of sensitive data to
protect consumers. It also helped drive the growth
of third-party businesses that specialise in managing
information. These precedents continue to shape secure
data approaches; it’s important, however, to recognise
that you can outsource data management, but not risk.
Guard against cyber threats
The most obvious risk heightened by digital innovations
is cyber-security. Fifty businesses participating in a 2011
study on cyber-crime experienced an average of more
than one successful cyber-attack per company per
week – a 44 per cent increase over the rate
experienced in 2010.31
BAE Systems Chief Information Officer D. Michael
Bennett has commented: “Three related trends in
information management are combining to create
a perfect storm for information risk management:
(1) the blurring of the lines between business and
personal use – both increasingly supported by the
same devices; (2) the invasion of security-indifferent
consumer devices into the workplace; and (3) the
rising demand for more IT support, with less
specificity around requirements and a greater
demand for lower IT costs”.32
The pace of digital change therefore needs to be
matched by security improvements to protect valuable
customer, employee and intellectual property data.
This requires strong control policies and mechanisms,
layered defences, sophisticated monitoring capabilities
and training procedures. It also means being prepared
and having contingency plans in place should things
go wrong.33
The costs and risks associated with security incidents
are substantial and growing – a 2011 study found
a median annualised cyber-crime-related cost of
US$5.9 million among participating businesses, an
increase of 56 per cent over the previous year.34
It should also be noted that not all losses can be
recovered; for instance those related to company
perception in the case of website defacement.
9. Capacity to act
Enterprises stand to gain from digital disruption if they
can identify key trends, minimise losses from threats
and build new value through smart investments. But
this requires a capacity to act – or corporate agility.
Being agile is about a willingness to make decisions and
mobilise quickly. It’s about fostering an organisational
culture that values innovation and in which people are
responsive to change. It’s about tolerating failures as
teams try new approaches, and as Clayton Christensen
and others have noted, it often requires organisations
to support innovative business units to overcome the
inertia that can come with incumbency.35
31 Ponemon Institute, Second Annual Cost of Cyber Crime Study,
Benchmark Study of U.S. Companies, August 2011, p. 1.
32 Quoted in The Wall Street Journal, ‘The View From the CIO’s
Office: Three chief information officers talk about how they
deal with some of their most difficult problems’, by Michael
Totty, 2 April 2012.
33 For more information, see ‘Evolve or Fail’, a paper by Ted DeZabala
and Irfan Saif of Deloitte USA, and George Westerman of the
Massachusetts Institute of Technology Sloan Center for Digital
Business, published in the Deloitte Review (US), Issue 9, 2011.
34 Ponemon Institute, ibid footnote 31.
35 Clayton M. Christensen, The Innovator’s Dilemma:
The Revolutionary Book that Will Change the Way You
Do Business, Collins Business Essentials, 2003.

There are certainly plenty of obstacles to achieving
change. In our work, we see companies struggling
to enter new product segments and markets due to
inadequate product development efforts and business
development budgets. Sometimes, they fail to catch
up to innovative competitors and changes in customer
preferences because staff – and often leaders as well –
are risk-averse and resistant to change.
A good example of the importance of corporate agility
relates to capital allocation. According to a recent study,
businesses that are relatively good at shifting capital
rapidly between business units are more profitable.
The authors of that report found that businesses need
targets, tools, rules and processes to break through the
corporate inertia caused by status quo leadership and
corporate politics.36
The ability to allocate capital quickly
and well is central to remaining competitive in markets
being changed by digital innovation.
Create a burning platform
Companies need strong leadership to respond to
digital disruption, which often means having the will
to change. But how do you create a ‘burning platform’
in a large organisation, especially in the fast-moving
and often intangible area of digital disruption?
One approach is to present clear, stark scenarios of how
technologies are likely to evolve and how those changes
will affect the business and its markets. If management
sees the magnitude of looming change, it is more likely
to muster the resolve to make difficult choices early
enough to ensure the company’s long-term prosperity.
An example from our experience is a pulp and paper
company that recognised early – in the mid-1990s – that
the combination of desktop computers and the Internet
would drive down demand for newsprint paper stocks
but increase demand for office-style paper. Intellectually,
the company realised it needed to refocus its assets,
but the real impetus to change was a provocative
dramatisation of a newscast from the future which
aroused management’s emotional desire not to lose
ground to the company’s biggest competitor.
A counter example is the experience of Sony in the
personal music device market. Despite inventing a
whole new market with the Walkman portable music
player, correctly foreseeing the future for that market
and having most of the technology and music pieces
in place, it still failed to beat Apple’s iPod and related
content products. The reasons for this have been widely
debated, but appear to boil down to timing, technology
trends and, perhaps most significantly, a lack of the
agility and will necessary to refocus the company
around the opportunity.
There is a significant timing issue here, of course;
many companies have struggled because they’ve been
right about the trend, but wrong about the timing.
With that in mind, businesses can conduct detailed
scenario planning to try to increase the accuracy of
their timing. Once they’ve invested, they should also
plan to help foster the growth of the new markets
they are betting on.
Place digital on the board agenda
Digital disruption is so pervasive it deserves a place
on the board agenda. Directors should be asking
how new technologies and trends are changing their
businesses and markets. They should also be assessing
the organisation’s capacity to respond, either at
dedicated sessions or as a regular item for
discussion and debate.
Notably, the need to improve corporate agility is today
being driven by institutional shareholders seeking higher
returns after several years of capital losses. They may
be less averse than boards and management to see
decisions taken that cause significant change.
36 Hall, S. Lovallo, D. Musters, R., ‘How to put your money where
your strategy is’, McKinsey Quarterly, March 2012.

Leverage business intelligence,
analytics and collaboration
One option available to CEOs is to make better use of
information available to them. As digital solutions result
in ever-more-available data, and analytics discovers the
meaningful patterns within those data, approaches to
business intelligence are maturing to change the way
that management responds to information. A truly
information-driven business thinks in advance about
how each dataset will affect its decisions, rather than
waiting to see the data and then deciding how to react.
Just having the right information doesn’t guarantee
the right decisions are made. For this reason, businesses
are increasingly looking to bring together expertise
from across organisational boundaries as a catalyst
for finding new ways to approach old problems.
Digital collaboration brings together informal and
formal ways for people to learn about each other’s
capabilities and backgrounds. Ranging from random
dialogue to directed collaboration – such as
crowdsourcing to gain input from staff, customers
or others – this activity is anything but unplanned.
It also often results in strategic solutions, such as
new products, or in the rapid mobilisation of an
expert group in the face of a crisis. Gathering
a wide range of views can also help organisations
reduce risk and spot opportunities.
Model your financials
To support decision-making, it’s vital to understand
a company’s true cost base and cost drivers, and to
see how these might change as the business responds
to – or takes advantage of – digital innovations. This
requires the detailed collection and analysis of current
information, but is also likely to involve reinventing
the way this is performed as the business changes.
From an asset-mix perspective, businesses need to
understand the true cost of assets and how that flows
through their financial reporting. From an operations
point of view, organisations tend to be strong at
planning for and executing the use of assets. However,
from a financial perspective, it is important to create
an appropriate cost-accounting model and financial
view to support decision-making and asset allocation.

A truly information-driven
business thinks in advance about
how each dataset will affect its
decisions, rather than waiting to
see the data and then deciding
how to react

36
SIXTY
PER CENT
THIRTY-THREE
PER CENT
2012 2010
60% of chief information officers
surveyed*
feel that the cloud is
important and warrants a strategic
response worth undertaking –
almost double the number of CIOs
who felt this way two years ago
* Source: 2011 IBM Global CIO Study, p.15.
Part III

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